Head of Area Sales - Glasgow, United Kingdom - Finning International Inc.

Description

Head of Area Sales - Scotland page is loaded

Head of Area Sales - Scotland

Apply remote type Hybrid locations Glasgow, GB time type Full time posted on Posted 7 Days Ago job requisition id R

Company:

Finning (UK) Ltd

Number of Openings:

1

Worker Type:

Permanent

Position Overview:

A fantastic opportunity for a Head of Sales covering Scotland. Reporting directly to the General Manager – Regional Sales, this role will be responsible for the acquisition, growth and management of our regional accounts for the new, used, rental and aftermarket lines of business within a geographic area. Focus is on increasing revenue with current customer base, identifying and onboarding new customers, driving sales excellence, leading the development of account plans and deliver on our future growth strategies. The role is responsible for delivering the go-to-market strategy, building and developing a team to deliver the strategy, developing and executing an aggressive Annual Operating Plan (AOP) and leveraging cross-functional teams within the entire FINUKI business. The role is also responsible for the customer experience within the area including the customer facing aspects of the branch network within the area and high-level customer experience KPIs, working in close partnership with service leaders.

Job Description:

Major Job Functions:

• Lead the area (regional) sales team in both capital equipment and aftermarket through a culture of data-based sales management, accountability for outcomes, customer intimacy through excellent account management, coupled with new customer acquisition through a hunting and conquest mentality, measured on a simple performance dashboard
• Developing and executing an area (regional) sales plan in line with our go-to-market strategies for the business, focused on moving the customer relationship from transactional through to account management, and finally to fleet management in the spirit of our strategic ambition to partner with our customers for the life of the asset.
• Own the area (regional) performance of the used, rental and technology solutions, elevating the profile and performance of each to deliver a balanced portfolio of CI business within the geography.
• Full people Leadership, including Health, Safety, Talent Development, Inclusion & Diversity of a high-performance team. Mentor, lead and create the sales talent pipeline.
• Responsible for achievement of all targets / performance including – Market Share (PINs), Participation, POPS-C, DCAL, Sales Excellence, Customer Experience, Full Income Statement and Working Capital across all Areas of responsibility. Also responsible for Annual, Quarterly and Monthly Budgeting / Forecasting.
• Working in close partnership with Caterpillar, communicating and holding key relationships including, but not limited to: General Construction Industries Division (GCI), Construction Industries Services Division (CISD), Building & Construction Product Division (BCP), Paving Division, District Office and CAT Technology Team.
• Work in close collaboration with Supply Chain, Finance and all relevant stakeholders to accurately forecast revenue / deliveries and carefully manage / maintain accountability to ensure outcomes match the forecast.
• Maintain personal relationships with all large, high-profile, strategically important, or influential customers within your area (region).
• Collate in-depth industry knowledge within your area (region) and communicate an executive summary regularly to senior leaders.
• New Product Introduction (NPI) including Equipment and Technologies to ensure opportunities are identified and matched to relevant high-potential customers and their needs.

Specific Skills:

• Demonstrable Leadership skills with the ability to communicate at all levels of the business and lead through deep collaboration across the business
• Strategic planning and timely strategy execution
• Strong commercial acumen
• Adept in customer facing situations with outstanding, communication, presentation, negotiation and influencing skills
• Time management skills and the ability to prioritize multiple tasks with varying timelines, often under high degrees of pressure
• Proven problem solving and decision-making skills
• Self-motivated, and ability to work with minimal supervision
• Leadership of high-performance teams both within sales and operations
• Proven & demonstratable change management skills, comfortable with initiating and delivering change to enable profitable growth
• Highly collaborative
• Ability to network and build relationships, internally and externally (Customers, Caterpillar, Partners etc.)

Knowledge:

• Proven (10+ years) experience in a senior sales leadership position
• Knowledge of customers and competitors within our regional business
• Caterpillar or distribution organisation awareness
• Understands marketing programs in relation to the pricing of the assigned product
• Knowledge of logistics, inventory management and related processes
• Industry knowledge across extraction, waste and civil engineering customer segments

Accountability:

• Up to 15 direct reports
• Annual sales turnover of between £50m and £125m depending on territory and year
• Development of go to market sales and marketing plans for the area of business
• Manage sales pipeline, from opportunity to execution to maximise growth of new, used equipment, rental, rebuilds, contracts, parts and service sales. Maintain a healthy backlog aligned to the annual revenue plan throughout each quarter.
• Achieve targeted sales record card numbers on a monthly basis to ensure dealer pay for performance targets are reached and exceeded
• Achieve Caterpillar parts STU target on a monthly basis
• Accountable for Construction Industries New, Used, Rental, Parts & Service sales revenues and gross profit to meet or exceed budget in your area (region)
• Accountable for the development of a healthy sales pipeline demonstrable by backlog measure
• Manage Construction Industries expenses, and work with sales enablement and supply chain to deliver EBIT target through process discipline
• To drive successful outcomes in tenders with major customers
• Contribute additional revenues through growth in work tools, technology, connectivity, consultancy, finance and CVAs.
• Manage problem and complaint resolution, providing solutions that improve customer loyalty and reduce Finning cost
• Accountable for customer satisfaction measures within the business area, efficient management of customer disputes
• Achieve zero LTAs through a robust, participative management of health and safety within the business

Benefits:

You will receive an outstanding benefits package, inclusive of: 8% Contributory Pension Scheme, Private Medical Insurance, Life Assurance, Share Scheme, Health Cash Plan, Employee Share Purchase Plan, Company Car and Management Bonus.

As part of our ongoing commitment to our valued employees, Finning also partner with three independent salary survey organisations to ensure we are competitive in the market place.

At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.

About Us

About Us

Finning is the world's largest Caterpillar dealer delivering unrivalled service for over 80 years. The company sells, rents and provides parts and service for equipment and engines to customers in various industries, including mining, construction, petroleum, forestry and a wide range of power systems applications.

Finning employs approximately 14,500 people world-wide and operates in three geographies, with the head office in Vancouver, BC, Canada. OUR DIVISIONS

• Finning International Inc. is the corporate head office of the publicly traded corporation, which is listed on the Toronto Stock Exchange under the symbol: FTT.
• Finning Canada is the authorized dealer for Caterpillar products in British Columbia, Alberta, Saskatchewan, the Northwest Territories, and a portion of Nunavut.
• Finning South America is the authorized dealer for Caterpillar products in Chile, Argentina, and Bolivia.
• Finning UK and Ireland is the authorized dealer for Caterpillar products in the United Kingdom and Ireland.
• Rental of equipment is facilitated through the dealership locations as well as The Cat Rental Store locations in Finning Canada and Finning South America.
• OEM Remanufacturing - OEM, a Finning enterprise, is one of North America's most advanced engine and powertrain component remanufacturing providers and is located in Edmonton, Alberta.

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